Unlocking Sales Success with Clare Bocking
We had the pleasure of speaking to Clare Bocking on the latest episode of Sales Leaders' Secrets. Clare is a commercial leadership capability expert with a rich history of working with notable global brands. With over 80 people in her last commercial team, Clare has a wealth of experience and insight that she generously shares with us in the Sales Leader Secrets podcast.
From Performing Arts to Sales Excellence
Clare's journey into the sales world is unconventional yet fascinating. Armed with a Performing Arts degree, she draws parallels between the arts and sales, attributing her success to the skills she honed during her studies. Clare emphasises the importance of understanding, connecting, and inspiring others - elements integral to both performing arts and sales.
Building Brilliance in Sales Teams
Clare’s early career at Mars set a strong foundation for her approach to leadership. She highlights the importance of helping individuals in her team be "better than the sum of the parts." This includes a relentless focus on skills training and creating an environment where every team member can thrive.
Clare's had roles with significant learning curves, as they necessitated a deeper understanding of prospecting and the resilience required in capital goods sales. She stresses the distinction between nurturing existing accounts and the thrill of chasing new business.
Women in Wholesale: Championing Diversity and Inclusion
Clare is also a driving force behind Women in Wholesale, an initiative aimed at inspiring, supporting, and connecting women in the wholesale sector. Through various programs addressing confidence, imposter syndrome, flexible working, and more, the initiative has positively impacted the industry, fostering a culture of inclusivity.
The Future of Sales Leadership
According to Clare, the challenges for today’s sales leaders include staying grounded in the basics amidst an ever-complex and fast-paced business environment. She emphasises the importance of foundational sales skills such as active listening, understanding customer needs, and spending time in the field.
She also spoke about the shift in workplace dynamics post-COVID, such as the need for sales teams to spend quality time together. The energy and creativity that emerge from face-to-face interactions are irreplaceable, despite the efficiency of remote work.
Clare’s Ultimate Sales Leader Secret
For aspiring and established sales leaders, Clare’s advice is simple yet profound: "Help your team be individually brilliant and collectively magic." It's about understanding your team members, investing in their personal growth, and inspiring them to achieve excellence both individually and as a unit.
Clare's insights remind us that great leadership is about nurturing talent, fostering inclusive cultures, and staying true to foundational skills while adapting to new challenges.